IDNO & Commercial Sales Manager

IDNO & Commercial Sales Manager

Brush Group | Leicestershire, England, UK

Posted 14 days ago

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Description

We ae currently seeking a IDNO & Commercial Sales Manager to join BRUSH Power Distribution. You will be managing and developing relationships with IDNO’s, industrial and commercial contractors, electrical contractors and end users to sell a range of BRUSH PD equipment and services.

Working to secure new, significant projects in the power transmission sector, you will develop your territory to the optimum level of business capture and grow a sustainable business.

Working remotely and covering a sales territory across from Northampton down to the South coast and occasional coverage of the West country.

Main Responsibilities
  • Consult on and develop end-to-end Power Distribution requirement definitions, relating to the Customer and their broader power transmission system.
  • Manage the territory and support the Cluster Manager in achieving objectives and targets.
  • Develop key relationships with Data centre, key IDNO and high value end user market customers and influencers.
  • Manage consultant engagement through collaboration with the consultant engagement manager.
  • Develop key insights gained by understanding the customer’s environment and needs and fulfilling this by bringing current and future products into this environment to create value.
  • Develop internal Technical Sales Packages and developing technical toolkits to help Sales and Sales stakeholders. advance the commercial prospects of Client Solutions.
  • Utilise value-based selling techniques to position solution elements that will highlight features or attributes of Client’s offer or solution that differ from a competitor’s offer and are acknowledged by the customer as important.
  • Ensure the feasibility of complex solutions and make sure Customer case Studies are well understood against the context of Client’s solutions.
  • Understand and communicate internally on Client’s Roadmap and work to clarify important new developments and solutions.
  • Liaises with Marketing Communication to establish regional account-based value propositions and refine strategic messaging.
  • Develop and maintain good customer communications for the future growth of Client by regular personal visits, phone calls, follow-ups and emails.
  • Present, workshop and defend solution designs with Client customers.
  • Engage in regular interaction with the customers (internal and external) throughout project lifecycle.
  • Provide feedback into Engineering on potential product issues and enhancements based on customer and regional needs.
  • Ensure process compliance according to Client Process Map.
  • Manage pre-sales to post-sales internal handovers to ensure a smooth and successful transition of projects from pre-Sales to post-Sales implementation.
  • Regularly provide updates on the competitive environment within the customer and region.
  • Understand, communicate, and participate in the building of Total Cost of Ownership (TCO) models.
Person Specification

Qualifications:

  • Minimum HNC (or equivalent)
  • Degree (or equivalent) in Electrical Engineering

Skills & Experience:

  • Specific knowledge and experience relating to power transmission design and associated power network architecture.
  • Product knowledge/experience of switchgear and associated equipment would be advantageous.
  • Experience in a Pre-Sales environment.
  • Demonstrable understanding of fixed network architectures and associated ecosystems.
  • Proven experience in Customer Product/Technology Presentations and workshops.
  • Broad-based end-to-end system and solution design experience.
  • Solution selling experience.
  • RFQs preparation and response.
  • Knowledge of DNO IDNO Recommendations rules & regulations.
About Us

The BRUSH Group is the world’s largest independent manufacturer of generators above 20MVA. With a comprehensive range of products and services including transformers, switchgear and control & monitoring systems, BRUSH is your ideal partner for electric power generation, distribution monitoring and control.